"Around the $10-20M ARR mark, Neo4j made an explicit choice to focus on enterprise customers while maintaining a background investment in SMB/self-serve motion."
I really like the clarity around packaging for Open Source/Free Cloud versus Enterprise/Paid Cloud. I'm going to extrapolate a bit from what you wrote to include free versus paid cloud, as well as adding Ops/Compliance.
Open Source/Free Cloud: feature complete for Devs
Enterprise/Paid Cloud: feature complete for IT/Legal/Management -- and Production Ops and Compliance.
Let me know if I got any of this wrong. In any case, this clear framing by persona provides a clear roadmap to help ensure that:
1) The open source engineering team doesn't slip in any features that will make it harder for sales to upsell from open source; and
2) For the sales team, it's crystal clear how to position the two versions, and how to qualify deals (if no one from IT/Ops/Legal/Management/Compliance is driving the deal, then qualify out).
I really like the clarity around packaging for Open Source/Free Cloud versus Enterprise/Paid Cloud. I'm going to extrapolate a bit from what you wrote to include free versus paid cloud, as well as adding Ops/Compliance.
Open Source/Free Cloud: feature complete for Devs
Enterprise/Paid Cloud: feature complete for IT/Legal/Management -- and Production Ops and Compliance.
Let me know if I got any of this wrong. In any case, this clear framing by persona provides a clear roadmap to help ensure that:
1) The open source engineering team doesn't slip in any features that will make it harder for sales to upsell from open source; and
2) For the sales team, it's crystal clear how to position the two versions, and how to qualify deals (if no one from IT/Ops/Legal/Management/Compliance is driving the deal, then qualify out).